Key Account Manager, FHN

Goal of the job

As an integral part of the newly created Business Development Group, the Key Account Manager (KAM) role will be responsible for the promotion and presentation of all Coperion FHN Group Technologies and capabilities to a target group of Companies (Key Accounts). Due to the typical size and footprint of those Companies, the role is Global in nature and encompasses a broad range of interface points externally and internally, to optimally position the Business for maximum revenue potential.

Externally, the role will involve the development of a comprehensive common approach to identifying, establishing, maintaining and growing those target Key Accounts, within the focal areas of our target Industry Segments.

Internally, the role will have interaction with all departmental functions. It will heavily interface with the Sales Organisation at all levels, ensuring dissemination of all relevant intel and an efficient communication flow in both directions.

Detailed interface logistics between the Key Account, the Key Account Managers, Industry Sales Managers, Regional Sales Managers and Technology Sales Managers can be read within the ATTACHED documentation. However, at a headline level, Business Development Key Account Managers are responsible for all activities with a Key Account that occur outside of an enquiry or an ongoing project. They are not responsible for converting enquiries into sales. That remains the function of the Sales Department – typically an Industry Sales Manager, who would be the normal recipient of enquiries from that Key Account in his/her specialized Industry Segment.

Main Objectives of the job

• Develop an optimal Key Account strategy for each target Account, to identify, establish, manage and grow the relationship to produce reliable and repeat business.
• Draw up an organisation plan for each client to determine the Decision Making Process (DMP).
• Define standard product offerings and bundled solutions to address customer needs more comprehensively, utilising All Group products and solutions.
• Develop framework for account performance management, report KPIs to business leadership and derive measures to deliver on growth objectives
• Coordinate and plan activity with local Coperion FHN associates as needed to promote broad success over time
• Ensure close co-ordination with the sales counterparts, to facilitate customer communication plan.
• Become the communication conduit between the Client and the Company.
• Visit Clients premises for pre-enquiry / business promotion meetings / technology showcases.
• Discuss and negotiate contractual and commercial terms (Master Frame Agreements) with the client and report back to the Companies management team.
• Establish and maintain a working knowledge of the Clients production processes and technical specifications.
• Set up and maintain a reference plant file for each client.
• Liaise with R&D department and business development manager on new product development new product.
• Attend product trials as required.
• Provide input for marketing activities including technical articles, press releases, attendance at exhibitions and arranging Customer seminars.
• Maintaining contact with the Companies distribution channels to ensure that they are fully informed of developments within the key accounts.
• Participate where required in the contract handover procedure including file structure, documentation and meeting Agenda.
• Attendance at Group Sales meetings, R & D Conferences etc as required

Required Experience, Education and Qualification

• Relevant Degree level Education
• Comprehensive experience (> 7 yrs)  in the food industry segments, aligned to  demonstrable bulk solids handling and process know how in this industry.
• Up to date understanding of the relevant standards and regulations within the Industry
• Computer skills (MS-Office, SAP)
• Excellent communication and presentation skills
• You are structured, assertive and result driven
• You enjoy working in a team that can respond efficiently and rapidly to the needs of the customer

Working Relationship

The KAM will primarily be expected to work closely with the sales team however close cooperation will be required with all other functions in the Company.

Who we are: 

Coperion is an industry leader in compounding and extrusion, feeding and weighing, bulk material handling and service, bringing a wealth of know-how and experience to the market. Customers benefit from Coperion’s divisions of Polymer, Equipment & Systems, and Service that are optimally networked on a global basis to offer ultimate support in the design, manufactur